The Revenue Formula
This podcast is about scaling tech startups. Hosted by Toni Hohlbein & Raul Porojan, together they look at the full funnel. With a combined 20 years of experience in B2B SaaS and 3 exits, they discuss growing pains, challenges and opportunities they’ve faced. Whether you're working in RevOps, sales, operations, finance or marketing - if you care about revenue, you'll care about this podcast. If there’s one thing they hate, it’s talk. We know, it’s a bit of an oxymoron. But execution and focus is the key - that’s why each episode is designed to give 1-2 very concrete takeaways.
Show episodes
We sat down and unpacked the messy, unfiltered reality of being a startup CEO. The kind no one tells you about. Not at panels. Not in TechCrunch puff pieces. And definitely not on LinkedIn. This isn’t a “how I built this” highlight reel. It’s what actually happens when you’re juggling investors, layoffs, spin cycles, f
Is outbound dead? Not exactly. But it is changing fast. In this episode, Raul and Toni break down why the old outbound playbook is failing, where it still works, and how AI is reshaping the SDR role. We get into why brute force cold calls and emails are hitting their limits, why connect rates keep dropping, and where s
We got our hands on Jacco van der Kooij’s latest GTM playbook. The one he’s only been sharing behind closed doors at high-ticket, invite-only events. And yes, we’re leaking it. This isn’t just a few new tactics. It’s a complete shift in how revenue leaders think about growth. No more chasing leads at all costs. No mo
Why are so many SaaS executives struggling to get hired? In this episode, Raul and Toni dive deep into the surprising stat that 25% of Pavilion members—many of them seasoned SaaS execs—are currently “on the bench.” We explore what’s really going on in the market, how layoffs and short stints are damaging even top-tier
What if a company could hit $10M ARR per founder—with zero employees? In this episode, Amos Bar-Joseph (CEO of Swan) joins Toni to break down their radical vision: scaling to $30M ARR with just three founders and an army of AI agents. They unpack what it really means to run an "autonomous business," why headcount isn'
AI won’t fix your sales model if the foundation is broken. In this episode, Jacco van der Kooij explains why the old go-to-market playbook is collapsing—and what the new, AI-powered future actually looks like. Never miss a new episode, join our newsletter on revenueformula.substack.com (00:00) - Introduction (02:32) -
